Principal Product Manager (Strategic Account Interactions) - Security Solutions

Elastic is the Search AI Company that provides a cloud-based Search AI Platform used by more than 50% of the Fortune 500. It delivers solutions in search, security, and observability, leveraging structured and unstructured data to help organizations realize AI's potential.

• 7–10 years of product management experience with at least 4 years in B2B enterprise software and ownership of revenue-impacting product areas.
• Direct experience working with named strategic accounts; experience with hyperscalers, MSSPs, or PubSec is a plus.
• Hands-on knowledge of security domains including SIEM, SOAR, XDR, security operations platforms, or relevant practitioner roles.
• Experience managing structured enhancement request pipelines across multiple enterprise accounts.
• Comfortable engaging with C-suite and VP-level stakeholders, delivering difficult messages while maintaining relationships.
• Technical credibility to write clear specs and assess system architecture for feasibility.
• Cross-functional leadership across Product, Sales, Customer Success, Engineering, and Legal in a remote-first environment.
• Structured thinking with data-driven prioritization and proactive follow-up.
• Proficient in using AI tools to support synthesis, documentation, and workflow management.
• Excellent spoken and written communication skills, able to distill complex security concepts for diverse audiences.

• Own the enhancement request pipeline across multiple strategic enterprise accounts and maintain structured tracking systems.
• Translate customer requirements into products addressing underlying pain points, synthesizing input from many accounts.
• Identify patterns and formalize partnerships to shape product capabilities benefiting the wider market.
• Influence core product roadmaps with validated customer patterns.
• Serve as primary product voice in meetings with senior customer stakeholders including CISO, CTO, and VP of Security Operations.
• Prioritize customer-sourced requirements using frameworks like RICE and opportunity sizing.
• Partner with product and engineering leads to produce actionable requirements.
• Collaborate across Product, Sales, Customer Success, and Legal; support deal cycles with RFP responses and presentations.
• Address tensions between customer contract expectations and internal roadmaps.
• Create artifacts such as roadmap trackers and dashboards for visibility without meetings.
• Advocate customer needs internally while balancing broader market priorities.

This role is remote-first with up to 50% travel expected to support Elastic's strategic accounts, including on-site executive and design-partner engagements. Employment eligibility and export control restrictions apply for nationals or residents of Belarus, Cuba, Iran, North Korea, Syria, Russia, and annexed Ukrainian territories. Elastic is an equal opportunity employer committed to inclusivity and accommodating individuals with disabilities.